As you probably know, at SalesForce we are big fans of LinkedIn, and in particular, the numerous groups that we are members of. One of our favorite groups is Sales Gravy, a tremendous web based resource for sales professionals that posts a wealth of online resources, including sales jobs, networking opportunities and white papers. This blog is a portion of a moreContinue Reading
No. I don’t watch Oprah. But I do surf the net, and I came across this article today, and while this posting is devoted to sales managers and the fine art of selling, I thought this list was very poignant. Here goes. 1. Problems are bad. You spent your school years solving arbitrary problems imposed by boring authorityContinue Reading
Build Your Team. These are the people who can tell you what a successful implementation will look like. Coordinate with external partners. Help your colleagues with the system. Choose a database hero! Selecting the right system administrator for your organization is critical because the administrator will play the most important role in making your CRMContinue Reading
So, with the extended time off at Christmas, I usually get to do something I never seem to have enough time for the rest of the year. Catch up on some books I’ve always meant to get to. As a sales training consultant, one of the books that I am almost embarrassed to admit thatContinue Reading
I love LinkedIn. For me, its not just a great networking tool, but a great learning tool. I especially love the various groups you can join and the discussions that you can contribute to and follow. One of the groups I belong to is called Sales Gravy. Someone posed the question “Does Commission Only Work?” Continue Reading
The traditional role of the salesforce has been to communicate the value of the product or service they are is selling. This was a valuable service when the salesperson was the prospect’s primary source of information. Today, in the information age, the prospect is quite likely to know as much or more about what you’reContinue Reading
Whenever I work with a new client, I’m still amazed at how so few companies have really given much thought into a true forecast, or probability model. I’m referring to the part of the sales process that identifies the probability of any particular opportunity reaching the “closing” stage. We’re becoming more and more aware ofContinue Reading
Here are typical useless calls that too many salespeople make. (Typical prospect responses are in brackets and are usually intended to get rid of the salesperson.) 1. The Post-Office Check-Up Call First the salesperson starts by checking on the post office: Hi, I’m just calling to see if you got the literature I sent. (“YesContinue Reading
Prior to picking up the telephone to make a sales call or approach a prospect, you should be setting a sales call goal. Each call should have a specific purpose, desired outcome, or intended result. Before making a sales call, ask yourself, “What do I want to accomplish or have happen as a result ofContinue Reading
Here’s something you probably know already - price will always be a factor in any sale. And here’s something you may not have known - it is rarely the deciding factor. In fact, our research suggests that there are only three reasons why a price objection ever comes up. Learn why and you have a better chance to presentContinue Reading
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